Senior Account Executive - Federal Emerging Markets

Who Are We? 
Groundswell is a premier technology integrator resolutely committed to solving the most complex challenges facing federal agencies today. Our name, Groundswell, represents our commitment to be an unstoppable, seismic change in government. Ours is a small company culture with big company reach and results.  Are you ready to be audacious, be bold and drive change at a rapid pace?  Join us, where we’ll make a greater impact together.
 

What You'll do:

The Senior Account Executive - Federal Emerging Markets plays a pivotal role in driving business growth by identifying and capitalizing on untapped opportunities and high-potential accounts within the federal sector. This role involves developing and executing strategic plans to introduce and position the company’s solutions effectively in these emerging markets.

You thrive in fast-paced environments, demonstrating grit, adaptability, and relentless determination to achieve success. You don’t take no for an answer, persistently finding innovative ways to overcome challenges and deliver results. With a keen focus on selling value over features, you excel at delivering meaningful, client-centric solutions that address real needs. Passionate about winning, you combine strategic vision with a proactive mindset to build strong relationships, uncover opportunities, and drive impactful outcomes. You can work as the “tip of the spear” in situations with ambiguity, leveraging partnerships and teammates to get deals closed.

The ideal candidate is a proven sales professional with a track record of success in the federal space, a deep understanding of government procurement processes, and the ability to craft tailored solutions that address the unique challenges of federal clients.
 

Key Responsibilities

• Account Strategy Development:
  • Identify and define emerging market opportunities within the federal sector.
  • Develop and execute comprehensive account plans to penetrate and grow these markets.
• Business Development:
  • Build and maintain strong relationships with key decision-makers and influencers in federal agencies.
  • Identify new business opportunities and align company solutions with client needs.
  • Serve as the primary point of contact for emerging market accounts, ensuring client satisfaction and retention.
• Sales Execution:
  • Drive the entire sales cycle, from prospecting to contract closure.
  • Achieve or exceed assigned revenue targets and KPIs.
  • Collaborate with internal teams (e.g., technical, delivery, marketing) to deliver compelling proposals and presentations.
• Market Expertise:
  • Stay updated on federal market trends, procurement cycles, and policy changes.
  • Leverage industry insights to position offerings effectively against competitors.
• Cross-Team Collaboration:
  • Work with marketing to develop targeted campaigns for emerging federal markets.
  • Partner with product and delivery teams to ensure solutions meet federal requirements, including compliance and security standards.

Required Qualifications

• 7+ years of sales experience.

• Proven success in selling technology or professional services to federal agencies.

• Can produce at least 70% of your own pipeline/leads through prospecting.

• Strong understanding of federal acquisition and procurement processes (e.g., FAR, GSA schedules, GWACs).

• Demonstrated ability to build relationships at all levels within federal agencies.

• Excellent communication, negotiation, and presentation skills.

• Entrepreneurial spirit who aims to over-achieve and challenges the status quo.

• Experience with consultative sales approach.

• Preference will be given to candidates local to the DC Metro Area and those willing to travel 90% 
   

Preferred Qualifications

• 3+ years in federal government sales.

• Experience working with emerging or high-growth accounts in a federal context.

• Familiarity with Workday, PeopleSoft or other HCM Solutions.

• Established relationships within targeted federal agencies.

• Relevant certifications in sales or government contracting (e.g., NCMA, CPSM, or industry-specific certifications).

Skills:

Certification:

Why You’ll Never Want to Leave:

·        Comprehensive medical, dental, and vision plans 

·        Flexible Spending Account 

·        4% 401K Match (immediate vesting) 

·        Paid Time Off 

·        Tuition reimbursement, certification programs, and professional development

·        Flexible work schedule

·        On-site gym and childcare option 
 

The salary range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for any applicable geographic differential associated with the location at which the position may be filled. At Groundswell, it is not typical for an individual to be hired at or near the top of the range for their role, and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is:

$93,377.00 - $183,933.00

NOTE: Groundswell does not accept unsolicited resumes through or from search firms or staffing agencies. All unsolicited resumes will be considered the property of Groundswell and Groundswell will not be obligated to pay a placement fee.

Groundswell is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
 

Read a copy of the Company’s Affirmative Action Statement.

Additional Resources:

• EO 13496 Notification of Employee Rights under NLRA
• EEO is the Law Poster and Supplement
• Pay Transparency Nondiscrimination Provision

Disability Accessibility Accommodation: If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us at [email protected] or 703-639-1777.